Account Executive, Mid-Market

Fortiro; Sydney; Hybrid; AUD 90,000 - 150,000; Full time

Job summary

Fortiro is expanding its enterprise SaaS fraud detection platform across Australia and New Zealand. We are creating a brand-new Mid-Market Account Executive role to own a high-velocity patch and close deals with lenders, insurers and specialty underwriters.

You will run full sales cycles, collaborate with SDRs and partners, and help shape a scalable mid-market motion. If you thrive in pace and rigorous playbooks, this role is for you.

Qualifications

• Experience in B2B SaaS sales, especially transactional/velocity-based.
• Track record of managing multiple live opportunities and closing deals.
• Strong discovery, qualification, negotiation and closing skills.
• Commercial discipline to sell a productised offer without heavy discounting.
• Excellent pipeline management and forecasting, ideally with HubSpot.

Responsibilities

• Own a named patch across mid-market accounts in AU/NZ.
• Run high-velocity sales motion with SDR support.
• Lead full sales cycle from discovery to signature.
• Present a productised offer and defend pricing.
• Maintain accurate pipeline and forecasts in HubSpot.
• Collaborate with Marketing, RevOps, Implementation and Support.
• Ensure clean handover of customers through delivery.

Skills

B2B SaaS sales

Opportunity management

Discovery & negotiation

Forecasting & pipeline

Presentation skills

Tools

HubSpot

Job description

About us

Fortiro is a growing fintech with a highly experienced team, backed by significant investment, and giving you the opportunity to contribute to an award-winning enterprise SaaS platform. Our technology uses emerging technologies and AI to help detect financial crime and enable automation in processes like lending and insurance claim verification. It is trusted by leading banks and financial services businesses in Australia, New Zealand, and globally.

About the role

We're creating a brand-new role to give smaller and mid-sized financial institutions the focus they deserve. As our Mid-Market Account Executive, you'll own a high-velocity patch across Australia and New Zealand. You'll sell to lenders, insurers, non-bank lenders, aggregators and specialty underwriters. You'll sell a productised Fortiro package, and you'll help shape a mid-market sales motion that others will follow.

This is a build role, not an inherited patch. If you thrive on pace, discipline and writing the playbook as you go, this is for you.

What you'll do

• Own your territory. Plan, prioritise and cover a named patch of mid-market accounts. Hand over to the enterprise team when an account outgrows the segment.

• Create and close at pace. Run a high-velocity motion, working alongside an SDR and self-sourcing through events, referrals and partners. Qualify hard and disqualify fast.

• Run the full sales cycle. Lead consultative discovery with credit, claims, risk and operations teams. Bring in Solution Consulting when needed, and take deals from commercial discussion through to signature.

• Sell with confidence. Present a clear, productised offer and hold the line on approved pricing.

• Keep your pipeline honest. Maintain accurate HubSpot records and forecasts, and flag risks early.

• Help build the motion. Feed market insight into product, pricing and messaging, and work with Marketing, SDR, RevOps, Implementation and Support.

• Land customers well. Set expectations before close and hand over cleanly, staying accountable for customer confidence through to delivery.

What you'll bring

• B2B SaaS sales experience in a transactional or velocity-based environment

• A record of managing multiple live opportunities and closing at a consistent cadence

• Strong discovery, qualification, negotiation and closing skills, with a consultative style

• The commercial discipline to sell a productised offer without defaulting to discounting

• Excellent pipeline management and forecasting, ideally with HubSpot

• High ownership, resilience and comfort working without a finished playbook

• Clear, direct communication and strong presentation skills

Bonus points for:

• Selling SaaS into financial services, lending, insurance or regtech

• Knowledge of document fraud, financial verification or claims workflows

• Experience with non-bank lenders, aggregators or specialty insurers

• Experience with Gong or similar conversation intelligence tools

Why join Fortiro?

• Make an impact: help enterprise customers succeed with world-class fraud detection

• Work on cutting-edge solutions: build products that transform financial crime prevention

• Be yourself: flexible, inclusive culture with remote and in-person options

• Grow with us: real opportunities to learn and take on new challenges

• Long-term focus: we invest in our people, and our strong retention rate proves it